One of the easiest ways to become a better listener is to record your sales and consulting conversations. It can feel a little awkward at first, but it’s so worth it.
Here’s what you’ll learn:
- You interrupt your prospects
- You chatter on and on, needlessly
- Your favorite anecdotes don’t add much value
- You missed an important opportunity for your prospect to share
- You jumped around too much and confused your prospect
- You didn’t create enough space for your prospect to engage
Etc…
Here’s what to do about it:
- Don’t beat yourself up. Feel good that you took the time to improve your listening skills.
- The very act of critically listening to your recording will make you a better listener by itself.
- Shift your chattering and anecdotes to strategic pauses and questions and watch what happens.
Prospects like to be heard.
Listening well, creating a safe place to have a great conversation leads to more sales.
I hope this helps